There is one simple negotiation skills technique that can be implemented by anyone to immediately and positively influence their negotiation outcomes. This technique is to always (yes always) overstate your expectations at the negotiation table.
Henry Kissinger, the well-known American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a famous quote referred to in both negotiation training and sales training courses. There are quite a lot of reasons why it is vital for you to begin with high aspirations when you engage in negotiations:
1. Research has confirmed that high aspirations will constantly outdo low aspirations. Many refer to the fact that if you want to hit the moon, you should aim for the stars. You will be astounded by the value of something so straightforward. Many of my clients are very happy when they realise that they can accomplish much more from their deals by simply asking for more!
2. Having high aspirations will let you to 'anchor' the deal around your goals. It is far better 'anchoring' negotiations around your aspirational level rather than your minimum acceptable level. Having high aspirations express self-assurance and acts to underline the quality of your recommendations.
3. Perhaps most critically, having high goals will allow you the room to be flexible in your negotiations. Research tells us that most people compare their achievements at the negotiation table with their opportunity to gain dispensations from the other side. The reality is that the other side will have no incentive to be flexible or to make concessions to you if you are not prepared and able to grant allowances to them.
Therefore, if you do not allow yourself some 'room to move' then you risk coming across to your counterparty as somebody who is uncompromising and unwilling to make concessions. Please note that I am NOT suggesting that you start your negotiations with elaborate and unworkable demands. Your opening offer should reflect a level that is realistic and that you are able to justify using a good, factual argument. It can be high risk using unrealistic demands and offers as your counterpart may well decide not to negotiate with you at all.
Some time ago I worked with a large multi-national business who used a tactic of 'the price we ask for is the only price we sell at'. As they are a well established and old company in America, they have become known as the type of organization that has a conservative approach to business and have learned to live with this approach. However, when using this method in Poland, the company realised that they were being seen as being uncompromising by their counterparts because they would never budge on their prices.
In Polish business culture this approach was not acceptable and they found it very difficult to finalise agreements in the Polish market place. The simple remedy was for them to ask for a little more than their standard prices so that they could permit clients the chance to negotiate with them and to gain some allowances from them. This approach proved to be very successful for them.
Of course, keep in mind that 9 out of 10 times your counterparty's first offer will be an ambitious goal, not their minimum anticipated results. This means that you should never accept any first offer that is made - you should always negotiate!
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